December 2020 Stay Healthy, Stay Safe!
Moving the industry forward. One kilometre at a time.
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DISPATCHERS COMPANY DRIVERS A-Z OWNER OPERATORS A-Z, D-Z MECHANICS
At Transam Carrieres, we believe that success is not achieved without professional human attitudes. We are proud of providing some of the most ﬂexible work options in the industry for an optimum work-life balance. All of these, in conjunction with new equipment, modern technologies, in-house truck shop, and cross-dock facility, make Transam an exceptional workplace that we call here our second home.
James Taylor: 416-907-8101 x5 Toll-Free: 877-907-8101 Address: 205 Doney Crescent, Concord, ON L4K 1P6 Email: firstname.lastname@example.org • Website: www.transamcarriers.com 2 • OVER THE ROAD
Transam Carriers wishes you peace, health, prosperity, and happiness this joyous holiday season and New Year!
ALL JOB OPPORTUNITIES ARE
ON OUR WEBSITE transamcarriers.com/
Season's Greetings to all our DRIVERS & STAFF for their continued dedication to our CUSTOMERS
LIGHT SPEED HAS YOU COVERED Steve Hunt O 905.696.0700 x7224 C 905.229.9011 E email@example.com L5T 1S8
6015 Kestrel2020 Road, Mississauga, ONTARIO December
JOBS FOR TRUCKERS â€¢ 3
18 Parkglen Drive, Ottawa, Ontario K2G 3G9 1.800.416.8712 • 613.224.9947 Email: firstname.lastname@example.org 1189694 Ontario Ltd. C.O.B. as Over The Road
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WHERE DRIVERS HAVE BEEN CALLING HOME SINCE 1985.
Employers since 2017
A Special Season’s Greeting and Thank You to all our Drivers for their Dedication and Hard Work Steady Miles, Top Rates & Paid Dwell Time | Health, Dental & Life Insurance Plans Pension Plan | Friendly Atmosphere | Ongoing Training & Support | In-House Repair Facility Employee Parking | Secured Yard | Pre-Pass Transponders | In-House Truck/Trailer Wash Immediate Need for Local GTA Drivers
CONTACT RECRUITING AT
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4 • OVER THE ROAD
a Merry Christmas and a
Happy New Year!
COME JOIN OUR TEAM!
1.800.265.7875 Katie McDougall
WE ARE CURRENTLY SEEKING EXPERIENCED COMPANY DRIVERS AND OWNER OPERATORS FOR: SINGLES AND TEAMS LONG HAUL OR REGIONAL RUNS
519.740.6500 x244 C. 519.242.0794 firstname.lastname@example.org
Janet Schmitz 519.740.6500 x224 C. 519.209.3230 email@example.com
> Benefits paid from Day 1 > In-house maintenance facility
Or you can apply online at
> 99 % no touch freight
> 95 % of freight staged at our terminals > Average fleet age 1 ½ years > Hooks and drops paid December 2020
TERMINALS LOCATED IN AYR, ON | CALGARY, AB | VANCOUVER, BC
JOBS FOR TRUCKERS • 5
1126 Industrial Rd. AYR, ON
DRIVER TURNOVER IS A PROBLEM THE GOOD NEWS IS THAT YOU CAN DO SOMETHING ABOUT IT Learn how to determine WHY your drivers are leaving. Learn how to FIX these reasons.
ENGAGE your staff to follow the tried and tested DRIVER RETENTION PLAN.
Regular CONSULTATIONS to keep you on track.
FOR A FREE CONSULTATION out ROAD to firstname.lastname@example.org 6 •Reach OVER THE
and let’s discuss your options. December 2020
JOIN US NOW!
Hiring AZ Company Drivers and Owner Operators for Cross-border and Domestic Opportunities
QUEBEC CITY DORVAL CORNWALL KINGSTON BRAMPTON
Merry Christmas and Thank You to All our Industry Professionals for your Hard Work and Dedication in 2020.
May you all Feel the Warmth of Home this Christmas. YOUR QUALIFICATIONS
• Clean Abstract and CVOR
• Modern Fleet
• A good attitude and willingness to become a part of a successful company culture
• Local Ontario and Quebec, Cross-border
• 2 Years AZ Experience
• Industry leading Pay Packages
• Daily Runs and Domestic Short haul
PLEASE CONTACT US AT 1-905-453-0545 E email@example.com IFS Group of Companies – 150 Hedgedale Road, Brampton Ontario L6T 5L2 P
WINDSOR BRAMPTON KINGSTON CORNWALL December 2020
DORVAL QUEBEC CITY JOBS FOR TRUCKERS • 7
MAKING YOUR MILES COUNT Robert D. Scheper
Opportunities from Covid Chaos One of the many negative side effects of the pandemic is the lowering of product/ service standards that were “normal” before COVID-19. In “normal times” there was a general surplus of products like fridges, ranges, lumber etc. It was not a matter of IF the retail outlet had what you required, but on what terms could you get it? So much so that the consumer became accustomed to negotiating a better deal than advertised. Rates and terms could always be adjusted to fit a sale and additional perks were added for sweetening the deal. Supply was rarely the issue; salesmen were always looking to beef up demand. It was a buyer’s market for nearly all products and services. Assembly line production and project deadlines were managed in increments of days, minutes or even seconds. Supply chain management was integral to almost all products and services. Failure on a schedule was simply not an option in many industries. Production deadlines for some industries like construction were life and death before COVID restrictions, but today the market deals with a whole different set of compilations and expectations. Sometimes products are just not available for possession in the time required. I have a friend who needed to buy 30 sets of household appliances for units scheduled for possession on September 1st. He was lucky, he was able to accept different makes and models to fill his units. Other developers were 8 • OVER THE ROAD
not so lucky… their units had to stand empty till appliances were found (as of writing, they are still waiting). I know a construction company that was all about a smooth, even flow of work. Reliability was its keystone and calm was their super power. That very same company now struggles with vast dominoes of shortfalls and time delays. The owner said he had to revive his ability to swear from habits given up twenty years ago just to get the simplest of things done. His constant daily stress is multiple times what it was just twelve months ago. Expectations of productivity have fallen back to the stone-age. I ventured into a drugstore the other day and found that lineups were twice as long due to half the normal staff and there were signs apologizing for poorer service due to COVID-19. Nobody was openly complaining but those in the line all knew that the store was making more now than they were a year ago. Customer expectations have dropped, and this has provided companies the justification to trim their staff/products to increase margins. I know it may be controversial to talk about profit margins but obvious is obvious, especially when people see quarterly earnings increase while their service goes down.
time to tighten one’s belt and go the extra mile, prove your worth to your customers and become irreplaceable for the future.
Huge shifts in buying patterns due to the pandemic have opened opportunities and closed venues at virtual lightning speed. Today, buying patterns are focused on those who HAVE the products, irrelevant of the price or service. This, however, will not last indefinitely as products slowly become more available over time and restrictions around the planet loosen. People once again will begin focusing on quality rather than simple availability. The sooner a company can return (or continue) to higher levels of service, the faster it will gain market share. So, as the turmoil of the pandemic disrupts nearly all industries… the sooner that a company can return to the “old service norm”, the stronger their business will be. May I mention at this point, RESPECT for the customer is critical to the word “service”. Growling and barking at seniors in a lineup like they are mindless cattle is not good customer service; it will come back to bite the company.
About the Author: Robert D. Scheper is a leading Accountant and Consultant to the Lease/Owner operator industry in Canada. His first book in the Making Your Miles Count series “taxes, taxes, taxes” was released in 2007. His firm exclusively serves Lease/Owner Operators across Canada. His second book “Choosing a Trucking company” is the most in-depth analysis of the operator industry available today. He has a Master’s degree (MBA) in financial management and has been serving the industry since he and his wife came off the road in 1993. His dedication, commitment and strong opinions can be read and heard in many articles and seminars. You can find him at www.making yourmilescount.com or 1-877-987-9787.
Chaos always produces opportunity as people change their habits from one provider to another. Chaos is change; change is always an opportunity. The higher quality of service and respect a driver or carrier can provide during chaos means that natural demand will gravitate to their door. If a driver (or carrier) can outperform their competition during a crisis, they increase their intrinsic value within their market or carrier. Now is NOT the time to slide into a new norm of lower performance. It is the
JOBS FOR TRUCKERS • 9
Keep Your Company Moving With Online Training During this time of crisis, we need to ensure two things continue to happen: ● Continued transportation of vital goods and necessary food items. ● Open communication with drivers, dispatchers, and other employees.
COMPLIMENTARY TRIAL ACCESS WITH ONLINE TRAINING We are offering 30-day complimentary access to our system to assist companies in maintaining driver safety training, including tracking and reporting. The Coronavirus pandemic has proven the critical need to Limit face-to-face interaction between employees. But how can your company encourage remote work and still bring on new drivers safely and effectively? How can you keep your drivers up to speed on safety content that would traditionally be covered in safety meetings?
“Amazing support staff.”
Remote online training allows you to do both: ● Ensures participation and comprehension ● Consistently delivers important elements of your orientation ● Quickly gets your trucks moving safely ● Saves time, resources and money ● Simple to implement quickly and with very little effort on your part There are no shortcuts when it comes to consistency and quality. Infinit-I Workforce Solutions offers a communication and learning management system that allows you to simplify orientation through remote, online training. Spread Coronavirus awareness by distributing messages and policies from your company to your entire fleet. Take advantage of our 30-day Complimentary Trial to increase the efficiency of your orientation. Keep your company moving!
For additional Coronavirus resources for Trucking & Logistics, visit https://www.infinitiworkforce.com/ppc/comp-access-cn-2/
www.infinitiworkforce.com 10 • OVER THE ROAD
DRIVERS & OWNER OPERATORS REQUIRED
New runs available for Teams Winnipeg/Brandon to Texas to Toronto/Montreal to Winnipeg Texas to B.C. to Winnipeg 4 8 0 0 – 5 3 0 0 m i l e s /we e k For more information contact Dennis O (604) 503-0220 X103 C (204) 599-2260 E firstname.lastname@example.org
• • • • • • •
Great Pay Package All Miles Paid Weekly Permits/Tolls/Heavy Tax Paid General Insurance Paid Fuel Cards & Border Cards Pick Up & Delivery $50 Flexible Fuel Surcharge
JOBS FOR TRUCKERS • 11
Moving the industry forward.
One kilometre at a time.
Get on the road to success with the worldâ€™s largest retailer.
THANK YOU Walmart Canada would like to thank all our drivers, supply chain associates and store associates for such an incredible job during this pandemic. We are proud of our associates for stepping up during this unprecedented time to make sure our communities have the necessary food, medication and personal supplies to keep people safe and healthy. 12 â€˘ OVER THE ROAD
NOW HIRING for Full Time Local and Long Haul
Apply online at walmart.ca We offer * Competitive wages * Benefits including: Health & Dental, RSP, Company matched Pension Plan * Walmart discount program
Terminal Locations 261043 Range Road 292 Rocky 2020 View, AB December
1505-7th Street Nisku, AB
6800 Maritz Drive & 1501 Industrial Park Drive 7295 West Credit Ave Cornwall, ON JOBS FOR TRUCKERS â€¢ 13 Mississauga, ON
SPEAKING FROM EXPERIENCE Ray J. Haight
One Thing Each Day I was never much of a conversationalist; it was something that I felt that I was not good at, whether small talk bored me or there was something else going on, I don’t know? The thought of being dropped into a room full of strangers and trying to connect with just one single person scared me. All the Trucking conventions that I have attended, on both sides of the border, were the source of both exhilaration and high anxiety for me. In my younger years, one of the ways around the fear was to self-medicate with a couple of drinks, just enough to breakdown the fear but not so much as to go over the edge and get too lucid, if you get my drift. One of many thoughts rolling around in my cranium was a lesson many of us heard in our younger years; two ears one mouth. Or perhaps this one; you will never learn a thing with your mouth open. Although I still cherish the sentiment, there are many times I have added value as I tried to explain the essence of a project, either to an industry colleague or more likely to my better half Connie, and ideas have been enhanced. There were many times I felt inadequate as I sat in board rooms and listened to professional talking heads as they explained what was going on in my trucking company and what I should do next. After all, they had the credentials and they had the accreditation so they must have everything figured out, and on top of that, they don’t stop talking. 14 • OVER THE ROAD
It took me years and a lot of self-medication to finally listen to my inner ear. Also, I had an outstanding business coach. This man repeatedly drilled into me that I needed to trust my instinct - that inner voice that many of us ignore in favor of cursory advice from so-called uninvested professionals. My thought processing has now advanced to the point where I value the principle that the accumulation of a single lesson of value each day is the secret. It is that small accumulation of ideas and experiences that adds up to a person’s principles or standards of behavior; one’s judgment of what is essential in life and in business. The accumulation of all the victories, failures, and scars, in and of themselves, do not bring value unless we learn something from them. This wisdom comes from experience, not a classroom. Not that I have anything against formal education, far from it, but it can be limiting without hands-on experience. So, I feel extraordinarily lucky to be doing the many things I am now involved in. Holding the title of Truckload Carriers Association’s Retention Coach has allowed me into many companies’ inner workings. We talk about bettering a company’s driver retention which, as the title suggests, is the primary goal. But what we are really talking about is the client’s company culture, which is the core of the issue with almost all the companies I talk to.
Safety Happen and his teaching mirrors much of my own, but he goes at it through a slightly different lens. And I love it. Brian also owned Jetco and was challenged with changing the culture from where it was, into an industry leader and he did it. Like my own experience, his offering is nothing more than a strategic plan predicated on learned experience and trial and error that resulted in success. You can find Brian’s offering at: https://www.brianfielkow.com/
Changing a company’s culture from whatever it is that has precipitated the high driver turnover of the business into a place where people want to work and stay is the real strategic challenge. Is it monumental, no? Of course not. I tell folks that they will do the same things they are doing today but just in a different way and in a more driver-centric way. I call on ten years experience of driving long-haul; I call on the experience of running a successful trucking company and as well, almost running a company into bankruptcy. I call on holding leadership roles in national trucking associations. Most currently, I call on the experience of working with a couple of dozen trucking companies and seeing what has worked and what has not worked in their efforts to improve their culture. I have no doubt that it is that culture that either brings drivers into their companies and makes them feel valued and supported - or drives them away.
These days I am enjoying regular coaching calls with many good trucking company executives throughout the TCA about turnover; they have a landing page for me that can be found at https://www.truckload.org/abouttpp/tpp-retention-project/. Additionally, I am in the final stages of rolling out an offering that focuses on Strategic Planning for trucking companies that will be found at www.rayhaight.com. I love talking all things trucking so don’t be bashful - please reach out; I would love to hear from you.
I am oftentimes asked for endorsements on my work and I do have some success stories that have been very generous with their support. I have also had companies that have not seen the success they should have and I will take ownership of those experiences; how can one take ownership of the wins without addressing the ones that didn’t get what they expected? Changing company culture can be like trying to turn the Titanic; it is the commitment component where things can wane. Just as the accumulation of one good thought a day can mold a person into a valued resource, these things take time and patience that is just not as prevalent in many companies in our industry as we wish it were.
Take Good Care, Merry Christmas and Safe Trucking! Regards Ray J. Haight Ray Haight TCA Retention Coach email@example.com www.tcaingauge.com
I have recently become a virtual colleague with Brian Feilkow. Brian is the author of Making December 2020
JOBS FOR TRUCKERS • 15
NOW HIRING AZ DRIVERS & OWNER OPERATORS 1-800-265-8789
Great work/home life balance Small family environment Pet/Passenger Program Health Dental Benefits Day 1 EZ Pass/Bridge cards/ Scanners in Truck
Wishing all our Drivers and Owner Operators a Wonderful and Safe Holiday Season Over 7 Locations: Brampton* Midland* Wallaceburg* Prescott* Fergus* Hamilton* Carignan PQ A CANADIAN CARRIER SINCE 1985
16 â€¢ OVER THE ROAD
THE BEST IS THE LEAST WE CAN DO
IT’S TIME TO MAKE YOUR MOVE!
Driver planned home time | Full load dry van – No touch Freight Steady year-round miles | Group benefits and pension plan | Paid weekly Mostly warehouse and industrial area deliveries in US CTpat and FAST approved Carrier and Loads
A huge thank you to all of our Drivers and everyone in the industry that is working so hard during these challenging times. We appreciate everything that you are doing.
We wish everyone a safe, happy and healthy holiday season!
HIRING RECRUITING DEPARTMENT
DARTMOUTH Yard MONCTON Yard
WOODSTOCK Head Office DORVAL Yard
BRAMPTON Terminal WINNIPEG Terminal
1-800-668-0099 | firstname.lastname@example.org
JOBS FOR TRUCKERS • 17
As Over the Road enters its 27th year of publishing, we would like to recognize Robert Scheper and his company Making Your Miles Count. Robert has been writing a monthly article for Over the Road for over 12 years now, and we thank him for all the valuable information that he has shared with our readers. Robert has been so generous with his knowledge and advice over the years, that we wanted to write an article giving our readers some more information about Robert and his company, and to give him a chance to share some more of his thoughts pertaining to the industry. This article is Part One of Two.
MAKING YOUR MILES COUNT Robert D. Scheper
Robert Scheper & Making Your Miles Count Canada’s leading Accounting firm for Independent Operator’s is aptly named: Making Your Miles Count. Known to Over the Road readers as the title to one of its regular monthly articles, it also represents the book series of the same name.
and a sheet of plywood for a desk, and from this he built up the business to where it is now. The company currently has four locations, over thirty employees and well over 500 monthly clients.
His early commitment to trucking was soft as he entertained other industries; he briefly owned a software company and had some other interests. But after one of his clients suffered a very negative experience in 2002-03, Robert fully committed himself to helping Operators. He began writing his first book “Making Your Miles Count: taxes, taxes, taxes” (published in 2007) and he began writing monthly articles for Over the Road in July 2008. Robert started in his basement with eight plastic milk cartons
The system is not easy to manage for the firm. There is a lot of training for each client as well as training the employees of his firm. It generally runs about 2-2.5 times the average workload for a self-employed operator and holds seven, clear disadvantages that must be specifically addressed by the client and firm (and usually can be).
At the head of this firm is Robert Scheper who, with his wife, began his career driving as an Independent Operator in 1990. He planned on driving and staying only until he finished his education. While driving, he built up his experience both on the road and in negotiating his way through the trucking industry’s unique tax applications. He received his MBA in 1996 by focusing his thesis on trucking.
18 • OVER THE ROAD
Robert credits his success to two things. First, a clear focus on having ONLY Independent Operators as his client (if a client grows to more than four or five trucks, Robert will help them find a different accountant). Second, he has an absolute mastery of the non-taxable benefits system as introduced in his first book. This specific tax advantage represents $10-12,000 per year for the Independent Operator over existing norms. The return on investment for the accounting fees is 450-550% over existing firms.
The problem with the Independent Operator tax industry is that it is a labor intensive, low margin industry. It provides only a couple
staff. Our firm went completely paperless in January 2019. When the pandemic hit over a year later, 50% of our clients were already sending their paperwork in electronically and the other 50% were scanned in by our offices so our workload was almost immediately available for off-site activity. In 2020, nearly all our clients had their year-end meetings without being physically present.
thousand dollars a year in revenue for a firm and many hours of work a month, so most CPA’s do not get directly involved. It is a nice supplemental income for the under employed but it is very difficult to build a firm on this amount of revenue. Robert knew that until he had over 250+ clients, he would have to work weekends driving truck to make his payroll.
However, we did notice that when Canada Revenue Agency announced they were extending their deadline for filing returns, a fair number of our clients took their time in sending in their paperwork. It put our regular workflow out of step. We were a little behind in preparing the year ends compared to the year before.
Q&A with Robert: What makes a great Independent Operator accountant? The accounting industry has huge sentiment associated with a person, the accountant. It is a misdirected affection. What saves an operator taxes is not a person; it’s the reporting system they use. Every accountant must follow the same rules for each system so, baring fraud, they will get the same numbers. Unless a tax preparer does not know all the eligible systems, they will all get the same numbers. In the end, a great accountant will be an app, not a person.
The good news was that most of our clients qualified for the temporary wage subsidy. At $1,375 each, that collectively brought in well over $500,000 in additional government aid. Given our patches of free time, we were able to do that without charging our clients anything extra. That was sweet!
What is the most critical part of running your firm? Training! Training clients to follow the rules associated with non-taxable benefits. It is very different than the standard TL2 type filing. The TL2 has very little training involved; non-taxable benefits take several months of use before most Operators begin to feel comfortable using it. Also, training staff takes time. On average we hire two new account managers a year and it takes at least a year for them to be fully trained. We usually try and train people from scratch as retraining someone is sometimes more time consuming. The non-taxable benefit system is different enough and our custom system is so unique, it takes time for experienced bookkeepers to rethink how they need to do things.
What do you think the future of the Independent Operator Industry will be? There will always be Independent Operators. Their productivity is essential to carriers. Though there is an annual turnover of 5-15% of IO’s leaving the industry, there is also a regular influx of drivers with an entrepreneurial spirit. I believe that Operators need to understand their industry better. Everything from taxes, fuel consumption, fuel price/costs & residual value of equipment to strategic maintenance schedules. Over the next couple of years, I plan to provide as much information as I can towards these topics and many more. My work is changing and my role in the industry is also changing. To be continued next month… In the meantime, if you have any questions for Robert or would like more information about Making Your Miles Count you can reach him at 1-877-987-9787, or visit their website at www.makingyourmilescount.com
How has COVID-19 affected your firm? Very little. We have four, full time programmers on staff creating some of the most innovative abilities for our clients and December 2020
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20 â€¢ OVER THE ROAD
JOBS FOR TRUCKERS â€¢ 21
Index Agam Holdings . . . . . . . . . . . . . . . . . . . . . 11
Making Your Miles Count . . . . . . . . . . 18,19
AYR Motor Express . . . . . . . . . . . . . . . . . . 17
Ray Haight Consulting . . . . . . . . . . . . . . . . 6
Big Freight . . . . . . . . . . . . . . . . . . . . . . . . 23
Robert Scheper Article . . . . . . . . . . . . . . . 8,9
Carmen Transportation Group . . . . . . . . . . 4
Speaking from Experience . . . . . . . . . . 14,15
CNTL . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
TRANSAM Carriers . . . . . . . . . . . . . . . . . . . . 2
Genesis Express . . . . . . . . . . . . . . . . . . . . 11
Trans-frt McNamara . . . . . . . . . . . . . . . . . . . 5
IFS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Travelers . . . . . . . . . . . . . . . . . . . . . . . . . . 16
Infinit-i . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Truckdriver.com . . . . . . . . . . . . . . . . . . . . 16
Keystone Western . . . . . . . . . . . . . . . . . . . 21
Trucker Buddy . . . . . . . . . . . . . . . . . . . . . . 20
Light Speed Logistics . . . . . . . . . . . . . . . . . 3
Walmart . . . . . . . . . . . . . . . . . . . . . . . . 12,13
Merry Christmas & Happy Holidays from
22 â€¢ OVER THE ROAD
Bring balance to your life! OWNER OPERATOR Flat-Deck Revenue Division 82% Gross Revenue
OWNER OPERATOR Flat-deck Mileage Division Average pay $1.74 per mile
COMPANY DRIVER Specialized Van Division Average pay $.65 per mile Over-time paid Late model equipment
Thank-you Truckers, without you the world stops!
CONTACT RECRUITING P 1-800-665-0415 E email@example.com
JOBS FOR TRUCKERS â€¢ 23
CNTL HAS OPENINGS FOR TRUCK OWNER OPERATORS IN
Moncton, Montreal and Quebec City
If you are an Experienced, Safe, Owner Operator, now is the time to look at CNTL! CNTL is CN’s Trucking Subsidiary, the continuing growth of Intermodal freight means we always have the moves available that meet or exceed your revenue objectives. Keep more of your earnings with your fuel price capped at 35 cents per litre. Take advantage of our Tire, Bunk and Engine Heater programs, and Group Truck Insurance.
Ask about our Safety Bonus, and Safety Awards!
If you would like to talk about joining our team please contact us Email firstname.lastname@example.org Fax 1-866-803-2702 65 Devon Rd., Brampton Ontario L6T 5B6
CNTL.ca Wishing our drivers and their families a safe and healthy Holiday Season December 2020
24 • OVER THE ROAD
Who is Recruiting in December 2020